Driving growth and competitiveness in the digital era
The enterprise IT landscape has undergone rapid growth of digital services in recent years, whilst traditional IT services are diminishing. Leading service providers are adjusting their strategy, reorganizing themselves, making targeted investments, and improving their competitiveness to build and scale their digital services and effectively manage the decline of their traditional portfolios.
We help leading IT-service providers and digital-transformation specialists with their digital strategy and business building by identifying and prioritizing areas of growth, setting up the organization and operating model, and transforming their commercial and delivery capabilities.
What we do
Digital strategy and value creation
Redefine long-term sustainable growth strategy through identification of “where to play” hot spots and build differentiated offerings and solutions.
Reinvent sales for digital
Drive growth by strengthening sales capabilities, leveraging analytics for opportunity identification and decision making, and customizing selling motions for digital.
Organizing for digital and digital talent
Reorganize and refine the operating model for digital, and sustainably solve the digital talent challenge.
Delivery modernization
Drive a step change in delivery cost, quality, and agility through next-generation delivery models such as automation, artificial intellgence, machine learning, agile and DevOps.
Programmatic M&A
Enable strategic M&A and support effective integration to maximize synergies and build in-house capabilities.
Examples of our work
End-to-end integration of global tech-service players
Partnered with two of the leading global IT-service providers on the end-to-end M&A value chain from strategy to integration execution. Through the effort we helped streamline the offering portfolio, redesigned the org and operating model and enabled value capture to drive approximately 5 percent margin improvement, establishing them as one of the leading provider for digital-transformation services.
End-to-end delivery modernization
Increased competitiveness by optimizing operating costs more than 5 percent at a top 10 global IT-services provider by reducing direct operating costs, implementing at-scale lean methodologies, automating processes and revamping the talent supply chain in 18 months.
Next-gen tech-services growth strategy
Helped European tech-services company establish market leadership and above-market growth. Evaluated multiple strategic investment scenarios across key technology and service-deployment domains, including artificial intelligence, augmented and virtual reality, and next-generation networks, informing strategic acquisitions in two of the focus areas.
Accelerating sales growth
Generated 150 percent increase in the sales pipeline, double-digit revenue growth, and a 40 percent reduction in churn for a $1 billion services company through a rapid sales acceleration engagement.
Featured capabilities
We invest heavily in providing proprietary tools, databases, and methods including the following:
- A systematic and modular approach to delivery modernization that helps organizations drive end-to-end, automation-first transformation programs using diagnostics, staggered design and implementation methods, and a wide variety of proprietary assets.
- The P360 database, a set of benchmarks for operational efficiency across IT- and business-process-management services, captives, and software players for more than 30 companies in Europe, India, and North America. It contains benchmarks across more than 50 metrics and idea banks spanning areas such as platform cost, people supply chain, lean delivery, automation, and general and administrative costs.
- Talent pipeline analytics to forecast demand, manage resources and attrition, acquire new talent, reskill existing talent, manage change within the organization, and build capabilities.
- Sales 2.0, a next-generation suite of tools leveraging analytics and deep expertise to help protect the core business and reduce revenue run-off by up to 2 percent, accelerate bookings growth by 10 to 15 percent, and innovate on next-service-to-sell digital solutions, boosting pipeline growth between 30 and 50 percent.
Featured experts
Vikash Daga
Senior PartnerGurugram
Leads McKinsey's Marketing & Sales Practice in India. Brings deep expertise in marketing & sales transformations, digital and...
Anuj Kadyan
PartnerGurugram
Serves IT-services, hardware, and software clients on service strategy and transformation, with a focus on offering strategy,...
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